Director, National Accounts (non-TI)

Description Who we are Faye is the first-ever digital, consumer-centric travel insurance for Americans with a product redefining travel coverage and care, taking it from a forgettable add-on to a must-have advantage that enhances the entire trip experience. Faye’s whole-trip protection, coupled with its proprietary technology, enables 24/7 immediate assistance, claims processing and reimbursements anywhere in the world, setting a new standard and over-delivering in an industry synonymous with doing the opposite. Life at Faye At Faye, every day is a journey. Whether you’re building the next generation of travel products, coding new solutions, or helping travelers navigate the unexpected, your work here has a real impact on real people. Our team is as diverse as the destinations our travelers explore–made up of 62% women, 50% parents, and a few office pets. Since launching in 2022, we’ve accomplished what others in the travel insurance industry only dream of–and we’re just getting started. At Faye, we believe in growing together, having fun along the way, and making every day count What We’re Looking For Faye is seeking an ambitious, tech-forward, and commercially minded National Accounts Director to lead the pursuit, development, and growth of strategic travel partnerships across the U.S. We are explicitly looking for a top-performing strategic hunter with a proven track record in high-growth B2B SaaS, enterprise technology, or venture-backed startups. You bring fresh tech-y thinking, modern deal-making playbooks, and a history of navigating complex, multi-stakeholder enterprise sales. In this role, you will focus on securing high-value enterprise accounts—such as tour operators, cruise lines, OTAs, airlines, and travel platforms—typically targeting $5M–$15M+ in annual deal potential. Prior travel industry experience is not required. We care far more about your startup agility, enterprise closing ability, and capacity to quickly master a new vertical than a traditional travel resume. If you excel at taking a complex product, learning a new domain, and building high-revenue partnership pipelines from scratch, we want to talk to you. Responsibilities Identify, pursue, and close high-value strategic partnerships that support Faye’s rapid commercial growth and market expansion. Own the full enterprise sales cycle from outbound prospecting and initial engagement through pitch, complex commercial negotiation, contracting, and launch. Bring modern, tech-forward sales frameworks into every deal, helping legacy and modern travel partners realize the value of embedded digital solutions. Develop tailored partner strategies and structure innovative commercial terms, revenue models, and go-to-market launch plans based on each account's unique platform. Build and nurture strong, credibility-driven relationships with senior decision-makers, founders, and C-suite executives across prospective partner organizations. Partner cross-functionally with Product, Insurance, Legal, Finance, Operations, and Account Management to execute complex opportunities and shape tailored product offerings. Maintain rigorous pipeline discipline, data integrity, and forecasting accuracy within the CRM. Represent Faye as a forward-thinking technology partner at key industry conferences, events, and high-level partner meetings. Requirements 7–10+ years of business development, strategic partnerships, or enterprise sales experience within high-growth B2B SaaS or technology startups. A proven track record of independently sourcing, negotiating, and closing high-value, complex enterprise partnerships with six-to-seven-figure deal potential. Rapid Domain Adaptability: Demonstrated ability to quickly digest complex industry mechanics (e.g., travel, embedded fintech, insurtech) and articulate product value to domain experts. Exceptional executive presence and the ability to credibly consult with and influence C-suite, founder, and VP-level stakeholders. Strong commercial acumen to evaluate deal economics, potential ROI, contract risk, and strategic alignment. High bias for action and comfort operating in a fast-paced, high-growth startup environment that requires ownership, self-direction, and adaptability. Flawless sales operations discipline, including CRM management, pipeline hygiene, and structured deal tracking. Preferred (but not required): Prior experience in API-driven platforms, embedded software, fintech, insurtech, or travel technology